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Hello and welcome to The Magellan Network Show! Today’s episode is another special one, featuring an online webinar I did for Social Advisors with Charlie Van Derven. In it, I discuss why financial advisors should stop relying on buying leads and instead focus on referrals and introductions to attract more clients.
Many advisors rely too heavily on lead generation, missing the opportunity to build stronger, authentic connections through referrals and introductions.
As an industry, we've failed to communicate our value effectively, leading people to seek help from unknown sources instead of trusted advisors.
In this episode, Charlie and I discussed the following:
(02:30) Why clients turn to the Internet instead of trusted advisors
(06:59) Why advisors think it’s a good idea to buy leads
(11:46) How to reframe client conversations for stronger referral opportunities
(13:08) The three key elements to elevate your referral strategy
(13:58) Why the next 60 months are crucial
(24:14) The least effective COI for advisor referrals and introductions
(27:13) Why the industry needs to rethink the concept of a COI
(36:23) The best response when asked about your business
(37:44) Two important considerations for warm market conversations
(40:53) The most efficient and effective way to get more clients
(43:16) How long must an advisor follow up on a prospect